using loan performance data to inform program implementation · 5/22/2014 · using loan...
TRANSCRIPT
Michigan Saves: Using Loan Performance Data to Inform Program Implementation
May 22, 2014
Mary Templeton
Executive Director
Michigan Saves
Michigan Saves Structure and Role • Provide loss reserve
for lenders State and Federal
Governments
• Oversee authorized contractors
• Drive demand for energy efficiency through outreach and incentives
• Set program guidelines and provide quality control
Contractors Lenders
Customers
More importantly, what do we do with the data we track?
What data do we track?
Home Energy Loan Program to Date
Cumulative Balance Monthly Loan Volume
30,000,000
25,000,000
20,000,000
15,000,000
10,000,000
5,000,000
0
2011 2012 2013 2014
Losses paid: 51 (1.5%) through Feb Monitoring to perform better
than national average of 3–4%
Tracking performance
Monthly Loan Volume
1,400,000
1,200,000
1,000,000
800,000
600,000
400,000
200,000
0
to goals, seasonality, performance of incentives
Reduced minimum credit score to 640 to drive more approvals
Approval Rates Decision Count % of Total Avg Income Avg Credit Score
Approved 3,466
2,286
211
218
60.04%
33.56%
3.32%
3.08%
$76,036.29
$57,019.80
$55,411.34
$56,632.70
740
630
699
626
Denied
Pending
Recommend
Denied
Grand Total 6,181 100.00% $67,615.88 696
Loan Approvals (LSI Report) Taking a deeper look at the last 6 months:
Approved Denied % Approved
Oct 93 69 57%
Nov 77 58 57%
Dec 59 47 56%
Jan 61 61 50%
Feb 67 35 65%
Mar 76 38 66%
Reduced minimum credit score to 640 to drive more approvals
Customer Satisfaction:
Likes
• Easy, fast process
• Contractors
• Professionalism
• Customer service
• Home Improvement/new equipment
• Saving money
“It was a really good deal. And we love our new windows—
they’re a big improvement over what we had before.”
— Steve McMullen
Customer Satisfaction:
Needs Improvement
• Lower interest rates
• More local lenders
• More marketing
• Contractor oversight
• Contractor education “The difference was
immediately noticeable ...
the temperature is much more
even throughout the house.”
— Brian Catlett
Leveraging Customer Feedback
• Build off of satisfied customers
• Utilizing contractor ratings in online database
• Seeking more local lenders in underserved areas
• Talking to current lenders about rates
Average project size of non-financed jobs:
$4,365
Average project size of financed jobs:
$10,130
are 230% larger
have 29% more measures
save 37% more energy
Jobs that are financed …
… than cash jobs
Analysis of more than 2,500 jobs, 35% financed and 65% cash (889 financed and 1,655 cash).
